In the ever-evolving B2B tech sales space, one thing is certain: keeping up with the changes can be difficult. You’ve got Ai, customer needs, competition, product updates, the economy, and your growing quota.
There are specific strategies that prove to help B2B sales teams close twice as many deals.
In this blog, we’ll cover the top 10 B2B tech sales strategies to help you double your deal closes in 2023 and beyond.
1. Education – Take courses, LinkedIn Learning, and more
Continuous learning and development are critical to staying ahead in the B2B sales game. Sales professionals need to constantly upskill themselves and stay informed about the latest industry trends, technologies, and best practices. Investing in education can help sales reps become more knowledgeable and confident in their sales approach.
There are various online courses available that can help sales reps enhance their sales skills, such as courses on negotiation, objection handling, and relationship building. LinkedIn Learning is a great resource that offers a vast library of courses on various topics related to B2B sales.
If you’re looking to improve your sales skills and close more deals in 2023, then these LinkedIn Learning courses on sales is the perfect place to start.
- Sales Strategy: Storytelling to Speed Up Your Sales Cycle
- Building Rapport on Virtual Sales Calls
- Delivering a Great Virtual Sales Pitch
2. Utilizing AI Marketing tools
Artificial Intelligence (AI) tools are revolutionizing the way B2B sales teams approach their sales process. AI-powered tools can help sales reps automate and streamline their sales process, enabling them to focus on building relationships and closing deals.
Email marketing automation tools like Hubspot and Marketo can help sales reps create personalized and targeted email campaigns that can increase engagement and conversions. Social media automation tools like Hootsuite can help sales reps manage multiple social media accounts and schedule posts to reach a wider audience.
ChatGPT, an AI-powered chatbot, can help sales reps engage with prospects and customers in real time. ChatGPT can answer frequently asked questions, provide personalized recommendations, and guide prospects through the sales process.
3. Leverage B2B Sales Strategies
B2B sales require a unique approach when compared to their consumer counterparts. While consumer sales focus heavily on marketing campaigns designed to capture attention and drive visibility, B2B sales rely largely upon relationships and trust.
As such, leveraging specific strategies related to relationship building and customer trust can help close deals with much greater efficiency. This can include things like customer feedback loops, customer onboarding processes, special offers for existing customers, incentives for referrals, and any other strategies that build upon the customer’s satisfaction.
4. Utilize Lead Generation Tactics
Lead generation is essential for any successful B2B sales organization. Without knowing who your potential customers are or how they think it’s impossible to build relationships and close deals.
By creating targeted lead generation campaigns you can identify qualified prospects more quickly, nurture those leads through the funnel faster, and ultimately convert them into paying customers with greater efficacy than ever before. Digital marketing tactics such as SEO/SEM, email marketing campaigns, and social media outreach are all great ways to generate leads for your business.
5. Implement Account-Based Marketing (ABM) Strategies
Account-based marketing (ABM) takes a hyper-focused approach toward closing deals in large organizations by targeting high-value accounts directly instead of attempting sweeping campaigns on a global level. With ABM you select key accounts within your desired market segment and create personalized messaging tailored specifically towards those companies that speak directly to their individual needs while reinforcing basic values which tie into your brand identity as a whole.
ABM allows companies to break into markets that were previously inaccessible due to its combination of personalized account targeting along with automated marketing outreach capabilities which increase lead volume exponentially versus traditional methods of outbound prospecting for leads at scale.
6. Optimize Your Customer Relationship Management (CRM) System
The implementation of an effective CRM system is paramount for success in any size organization but especially so when working in the realm of B2B tech sales where ongoing relationship management is key.
An optimized CRM software suite is a powerful tool for organizing contacts and granting access control levels, ensuring that only relevant information is accessible. This streamlines the review process for any negotiation or agreement between two entities, drastically improving contract creation and execution time compared to manual methods or traditional practices.
If a CRM system is absent from an operation, it can be especially invaluable in helping to organize post-sale data and delivery activities. With this critical component managing the campaigns, it will help establish one’s foothold within their target marketplace as well as enable future expansions without needing multiple databases that span different departments.
With limited resources and a need to maximize efficiency, implementing b2b tech solutions is essential in achieving the highest ROI across all enterprises, regardless of size or level of market share. The technology will bring immense scalability throughout every step of the sales cycle end-to-end for maximum success going forward.
7. Prioritize Lead Nurturing Practices
To close more deals quickly, effective lead nurturing is essential in every step of the process from pre-sale qualification to final decisions and purchase orders. While these actions can usually be done face-to-face, given current worldwide restrictions due to coronavirus lockdowns etc., remote tools such as Zoom are also an option for executing business transactions securely.
To truly understand and properly respond to customers’ needs, companies must maintain consistent contact points throughout the product’s lifecycle. This includes ongoing engagement efforts and regular reviews that show active agents are monitoring the products they sell while observing any changes made by competitors on their offerings.
To stay ahead of the game, it’s essential to keep clients informed about current news developments and the differences between phases proactively. We call this “future-proofing,” rather than simply sitting back and doing nothing at all. By providing our customers with upcoming knowledge before it becomes available, we ensure that they are always well-equipped for whatever challenges may arise in their journey!
Learn to Tell Stories that make money
8. Focus on building relationships
It’s important to remember that B2B tech sales are as much about building relationships as they are about closing deals. Developing and nurturing strong customer relationships can be the difference between success and failure in B2B tech sales. Take time to understand your customer’s needs and objectives, and create a plan of action tailored to those wants and desires.
When you show customers that you truly care about their business, it will go a long way toward helping you close more B2B tech sales quickly and efficiently. By investing time in building relationships with your customers, you’ll be able to get an insight into their specific needs so that you can tailor your products or services accordingly – providing them with exactly what they need when they need it. And when customers know that you understand their needs, they’re more likely to purchase from you.
9. Develop a simple process that can be followed
Having a B2B tech sales process that is repeatable, scalable, and easy to follow will make it easier for your team to close more B2B tech sales. A simple and effective B2B tech sales process should include the following steps: research & discovery, outreach & qualification, relationship building, closing the deal & executing purchase orders.
Each step of this process should be carefully planned out and tailored to the specific customer or account you’re dealing with at any given time. This will ensure that your B2B tech sales team stays organized and on track throughout each sale cycle – ultimately leading to more deals closed in less time!
10. Engage in social selling
Social selling is a great way to reach out to potential B2B tech sales customers, as it allows you to leverage the power of digital media and technology to engage with prospects in real-time.
By researching your target customer’s online presence and leveraging various social media platforms such as LinkedIn, Twitter, and Facebook, B2B tech sales teams can quickly develop relationships with prospective buyers. By engaging in conversations with these buyers on a regular basis, B2B tech sales teams can build trust and credibility – ultimately leading to more successful B2B deals.
B2B tech sales is an ever-evolving industry and staying ahead of the curve can be a challenge. But by embracing these 10 B2B tech sales strategies, B2B tech sales teams are sure to double their deal closes in 2023 and beyond!
By focusing on lead generation, account-based marketing, and relationship building, as well as engaging in social selling – B2B tech sales teams will be well-positioned for success in the coming years. With the right strategies in place, B2B tech sales teams can achieve great results and have much to look forward to in 2023 and beyond!
If you need help putting these B2B tech sales strategies into practice, don’t hesitate to reach out and speak with a B2B tech sales expert today!